Director, Americas Field Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the regional strategy and execution for the Americas.

• Oversee annual and last-mile planning, which includes geographic structuring, headcount management, territory design, quota assignment, account allocation, coverage assessments, ramp tracking, and mid-year adjustments.

• Manage the Americas operating rhythm, encompassing forecast roll-ups and calls, pipeline and deal evaluations, Monthly Business Reviews (MBRs), and Quarterly Business Reviews (QBRs).

• Collaborate with sales and marketing leadership on demand generation, pipeline development, conversion processes, closing strategies, and expansion efforts.

• Handle regional performance management and analytics, focusing on attainment, productivity, pipeline generation, conversion rates, slippage, and performance evaluations.

• Address operational challenges relating to deals, compensation, system discrepancies, and unexplained metrics.

• Convert field insights into structured feedback for central teams and advocate for the region's interests.

• Promote in-region adherence to CRM best practices, methodologies, stage discipline, and go-to-market (GTM) tools.

• Report directly to the VP of Revenue Operations while collaborating with Americas sales leaders and central planning, commercial, systems, data, and enablement teams.

• Lead a small inherited team while remaining actively involved in operations.

⛳️ Requirements

• Minimum of 10 years in sales operations, field operations, revenue operations, sales strategy, or GTM finance.

• Proven experience supporting a multi-segment field organization at scale.

• Genuine enthusiasm for being hands-on.

• Strong discipline in pipeline management and forecasting.

• Familiarity with territory design, quota allocation, coverage and capacity modeling, and ramp assumptions.

• Excellent analytical skills.

• Proficiency in SQL is required.

• Practical familiarity with ClickHouse, Hex, or a similar modern analytics platform.

• Solid working knowledge of Salesforce.

• Adeptness in designing process changes and specifying build requirements.

• Experience with consumption-based or usage-based business models is strongly preferred.

• Background in more than one Americas motion, including strategic, enterprise, commercial, Latin American, or public sector initiatives.

• Knowledge of public sector procurement and partner-led transaction pathways is valuable.

• Outstanding written and verbal communication skills.

• Comfortable presenting to executives and facilitating meetings with sales leaders.

• Bachelor's degree in a quantitative discipline.

• An advanced degree or equivalent experience is preferred.

🏝️ Benefits

• Flexible work environment with remote-friendly arrangements.

• Employer contributions towards healthcare.

• Stock options granted to every new team member.

• Flexible time off policy in the US.

• Generous time off entitlement in other countries.

• USD$500 allowance for home office setup for remote employees.

• Opportunities to connect with colleagues at company-wide offsite events.